Hello and thank you for standing by. Welcome to the Q3 2022 Lincoln Educational Services Earnings Call. At this time, all participants are in a listen-only mode. After the speakers’ presentation, there'll be a question-and-answer session. [Operator Instructions] I would now like to hand over the conference over to your speaker for today, Michael Polyviou. Your line is open.

Thank you, Tiwanda [ph], and good morning, everyone. Before the market opened today, Lincoln Educational Services issued its news release reporting financial results for the third quarter ended September 30, 2022. The release is available on the Investor Relations portion of the company's corporate website at www.lincolntech.edu. Joining us today on the call are Scott Shaw, President and CEO; and Brian Meyers, Chief Financial Officer. Today's call is being broadcast live on the company's website and a replay of the call will be archived on the company's website. Statements made by Lincoln's management on today's call regarding the company's business that are not historical facts, may be forward-looking statements as the term is identified in Federal Securities laws. The words may, will, expect, believe, anticipate, project, plan, intend, estimate, and continue, as well as similar expressions, are intended to identify forward-looking statements. Forward-looking statements should not be read as a guarantee of future performance or results. The company cautions you that these statements reflect current expectation about the company's future performance or events and are subject to a number of uncertainties, risks, and other influences, many of which are beyond the company's control that may influence the accuracy of the statements and the projections upon which the segment and statements are based. Factors that may affect the company's results include, but are not limited to, the risks and uncertainties discussed in the Risk Factors section of the annual report on Form 10-K, and the quarterly report on Form 10-Q filed with the Securities and Exchange Commission. Forward-looking statements are based on the information available at the time those statements are made and management's good faith belief as of the time with respect to the future events. All forward-looking statements are qualified in their entirety by this cautionary statement and Lincoln undertakes no obligation to publicly revise or update any forward-looking statements, whether as a result of new information, future events, or otherwise after the date thereof. Now, I would like call over Scott Shaw, President and CEO of Lincoln Educational Services. Scott, please go ahead.

Thank you, Michael and welcome everyone. Earlier today, we reported our third quarter results that were right in line with the expectations we laid out for you back in August. We continue to invest in the various components of our growth strategy and began to see the initial topline contribution from our new hybrid teaching model. Our investments and growth opportunities along with wage and compensation inflation have impacted our earnings, but we do remain solidly profitable and expect this trend to continue. In addition, enrollments and graduation rates remain strong across our 22 campuses, and as we forecasted during our last call with you, starts during the third quarter did decline by 500 students as compared to a year ago period. Based on current trends and actual starts during October, we continue to expect fourth quarter student starts to increase at a solid rate. Brian will review all of our guidance for the full year during his remarks. Two major initiatives that we have talked about throughout 2022 are the centralization and automation of our financial aid process and the rollout of our new hybrid curriculum. Both initiatives will improve our students' experience and bring greater efficiencies to our company. For example, the centralization automation of our financial aid process should accelerate both the financial aid application and award process leading to a better start rate and thus more students. The centralization automation of financial aid is an ongoing initiative requiring investment, however, it remains on schedule to be fully implemented by the end of 2022 and all signs are that we will realize a lowering of costs from this initiative during 2023. Our new hybrid teaching model provides greater flexibility for both students and faculty, while once fully implemented, lowering our operating costs. Not every program will be…

Thanks. Good morning and thank you for joining us. Before I begin with Veterans Day later this week, I would like to take a moment to thank all our veterans, both past and present, for their service and commitment to the security of our great nation. Veterans Day is particularly important for us at Lincoln since so many of our students, alumni, and instructors serve or have served in the military. This morning I'd like to share a few key operational developments and then review our third quarter financial results. First, a couple of actions that were undertaken last week. On November 4th, company terminated its $15 million credit facility, which had no debt outstanding. [Technical Difficulty] into this bank agreement several years ago, when the company's cash position and financial performance were meaningfully lower. As a result, the bank agreement contained a number of provisions that placed restrictions in terms of our flexibility to invest in both our growth initiatives, as well as options for treasury management investments. Since the bank agreement was established, operations have generated over $50 million of cash flow. In addition, we executed a sale leaseback transaction which generated net proceeds of approximately $45 million. Consequently, we are in a very strong cash position ending third quarter with nearly $7 million of net cash. Despite having increased our investments in growth in opportunities and initiate our stock repurchase program, topics I'll discuss shortly. Terminating the agreement provides Lincoln greater flexibility to pursue opportunities to invest our cash balance in a higher yield short-term investments. Given current and expected interest rates, we are implementing a cash manager strategy to generate higher returns on our cash assets. Lincoln [ph] will continue to manage our outstanding letters of credit of $4 million on a cash collateralized basis in…

Thank you. [Operator Instructions] Our first question comes from the line of Alex Paris with Barrington. Your line--

Hi, guys, thanks for taking my questions. Congratulations on a better than expected third quarter results.

Thanks Alex.

Sure. Given that third quarter results were better than expected and you reiterated for your guidance, the implied guidance for Q4 is pretty wide. It's obviously a $10 million range from $83.5 million to $93.5 million in revenue. You had said in your prepared comments that pretty much everything was in line with expectations for the third quarter with new students starts down 9.2% [ph], was that in line with your expectations or it was a little bit lower than my than my point estimate?

Right. So, I think it was a little bit lower, one item was we didn't have starts in our Somerville campus in November and December -- November and December, I'm sorry, in October and September. So, we postponed some starts there. It was slightly lower than our expectations due to the start rate as we talked about previously.

Got you. So that full year reaffirmed guidance suggests a big increase in new students starts in the fourth quarter, greater than 12% or 13% by my math. What gives you confidence that starts will be up so strong in the fourth quarter. I suspect part of it is the comp, but can you talk at all about your starts experience in October?

Sure. So, as Scott mentioned in his comments, that starts were very strong for October, and we are anticipating growth for the fourth quarter. But the growth, for our starts guidance will be towards a little bit of the lower end of the guidance. Right now we're anticipating hopefully there's an upside to about like 6% to 7% start growth in Q4. And the one thing that I misspoke when I talked about the full year guidance, it was a little bit higher because our Somerville campus that we'll close, it wasn't September, it was more in the fourth quarter that there -- we had to take those starts out in November and December.

So, just to be clear, reiterating our guidance, you just highlighted one item with regards to starts will be probably at the mid to lower end of our guidance?

Got you. And then the full year guidance for starts, just to be clear was negative 3% to positive 3%. So, you're saying for the full year, starts kind of flat, maybe slightly lower year-over-year to get to the numbers that you're guiding for revenue and adjusted EBITDA and so on.

Correct.

Okay. Thank you. And then one other question. I was thinking about the Series A preferred stock, 9.6%. I believe you could force conversion as soon as last week, right, November 4th? What are your thoughts there?

Right, I think it was the first time I believe it was November 14th and so we need 20 days of the stock price over the conversion price. I think it's like $5.31. I think as of today, we're like 10 days into that. So, we are anticipating if we are able to convert the -- we will convert at the earliest possible points. That's our thinking right now.

And then what would be the implication of that? How many shares or how many common shares are covered by that conversion? As I recall, it's something over 5 million shares?

Yes, I 5.3 million [ph] shares will be converted and be distributed to the shareholders.

And then obviously, you won't have the $304,000 of preferred dividends every quarter once that occurs.

Correct.

Got you. Okay, thanks. That'll do it for me for now. Thank you.

Thanks Alex.

Thank you. Our next question comes from the line of Steve Frankel with Rosenblatt Securities. Your line is open.

Good morning. Scott, can you talk a little bit about price increases? Maybe you could help us understand how much of that was just the mechanics of moving to hybrid learning versus actually raising tuition rates? And to the extent that you're actually raising tuition rates, kind of, how much more headroom do you think you have in this environment?

Sure, well, the increase that we are experiencing isn't tied to tuition increases, it's tied to the fact that our night program is now going to be in line with our day and afternoon programs in the new hybrid model. So, historically, we've been teaching the same curriculum to our nighttime students, but over a longer period of time, which means you're earning less revenue per student per month. But in the new hybrid model, they're going to be delivered at the same pace as the morning and afternoon classes, which means the acceleration -- there's an acceleration as we make this transition to the hybrid model in greater revenue. So, it's not necessarily the tuition increases that we put in place back in last January that's creating this uptick. Is that clear?

Great. Thanks for that clarification clear. And then do we kind of see that for the next three quarters or is this kind of a one-time effect?

We should see that going into 2023, as well and as you mentioned, we are anticipating tuition increases like 3% to 5%, as well next year. So, we should get the benefit of both as more and more programs transition to the hybrid model, because it's the night program as well as it does shrink some other programs, but only by a month. So, it should -- it does increase our monthly revenue, as Scott said. So that should be with us, I would say almost throughout 2023 And then should plan out.

Okay. And then with the changes in the online advertising market, due to the economy, have you seen any meaningful reduction in your cost per lead?

No, we haven't seen anything due to, I guess, the economy. We're constantly looking at efficiencies and ways to lower our own costs. We anticipate -- as we speak to our vendors, as we are going through the budgeting process, we're hoping to see some softness coming up. But as of right now, I can't say that we see necessarily softness in the cost per lead because of just overall pricing. Anything that we see is, I'd say, more driven by some of the strategies we have in place.

Okay. And could we have an update on your cash pay efforts?

Sure, I mean, the shorter term programs, or in particular, I would say that they are very slow to materialize and some of our cash pay programs. Let's say our Kindig program is definitely off to a slow start. However, I'm excited to report that next week, the program will be featured on Dave's Show, the whole show is dedicated to the program. So, anticipating that that will help drive some interest in demand. But it's basically the cash opportunities that we have are through our corporate partnerships now, versus through any kind of shorter term programs generating anything that's meaningful to us.

Okay, great. Thank you. That's all the questions I have for now.

No problem.

Thank you. Our next question comes from the line of Eric Martinuzzi with Lake Street Capital Markets. Your line is open.

Yes, I wanted to ask about the strategic thinking behind the closing of the Somerville campus. I'm sure it wasn't done -- it was done after some deliberation. I'm curious to know, if you had put more into it, do you feel like you could have gotten that to a growth trajectory or profitability profile where it could have been sustainable? Or was the cost of the -- of going after that just not something that's wanted to entertain?

Sure. It's really the latter, I mean, we definitely look to see what we could do in that marketplace with the programs. And to be completely transparent, our Lincoln, Rhode Island campus does overlap with our Somerville campus. So, if you were to look at both campuses, and put a 30-mile radius around them, you'd see a Venn Diagram of overlapping opportunities there. So, it's not as if we're going to be leaving the marketplace 100% and we have a more attractive, I'll say, facility and rent structure in our Lincoln, Rhode Island. And as we look for programs and opportunities in the Boston market, it's just -- they just didn't avail themselves to something that was attractive as attractive of just growing, frankly, our Lincoln Rhode Island campus.

Okay. And we look at the 2023, you have -- if we go back the past three quarters here and just kind of average it out, we're talking about negative on the student starts, and the first nine months of the year. Just curious if that's -- for the first half of 2023, you talked about the impact of the new students starts weighing on the front half, should we be looking at negative revenue comps in the front half of 2023?

We're not giving any guidance as of yet on that subject. I mean, obviously, we will continue to have some of the benefits that we experienced this quarter as well. So, I just -- we haven't refined it enough and we haven't given that publicly as of yet.

Right. To your point, Eric, that our carrying population will be slightly down, but what will be offsetting that is the what we just talked about tuition increases, as well as the rate increases that we're experiencing in our new hybrid model. So, one kind of offsets the other, but won't give out more guidance when we report our 2023 guidance.

But those tuition increase, those would be with new students, right?

Yes, those students -- correct.

Yes, a lagging effect of those.

Yes.

Got you. Okay. And then just looking kind of geographically on the students starts, did you notice any geographic pockets of strength as you looked across the 2022 campuses?

We always, certainly have certain campuses that always are performing maybe better than others. But overall, when you looked at it, kind of, across campus and across programs, there was a decrease. So, there's definitely something broader taking place there. So, I would say that where we see opportunity is, frankly, when we add new programs into campuses, and at those campuses, even when there's some I'll say, negative headwinds. By adding the additional programs, you're always able to kind of further penetrate that market and get some growth. But overall, I would just say there was definitely decreased kind of across the board in the third quarter, nothing stood out one way or the other.

Okay. And then lastly, your headcount today or at the end of September, what was the headcount and where do you expect to finish out the year?

You're saying employee headcount, or student headcount?

Yes, employee headcount -- operating expense?

Well, I don't have that number in front of me. Typically, though, our headcount decreases a little bit between now and year end. We're typically at our peak population right now and population will lower a bit by year end just naturally the way that students graduate. So, I don't have that number, but we can get back to you with that.

Though, but as well, we did take out some headcount in the third quarter, both at school and at corporate. But I don't have those numbers handy. But it -- that's what you'll see in our add-back to our adjusted EBITDA, there was some and there'll be some more [Indiscernible] in the fourth quarter as well.

Understand. Thanks for taking my questions.

No problem, Eric. Thank you.

Thank you. I'm not sure on any further questions in the queue. [Operator Instructions] Our next question comes from line of Raj Sharma with B. Riley. Your line is open.

Yes, thank you. So I -- does start seems like -- I think is already pointed out, it seems like there's a -- in 4Q looks to be a pretty substantial swing in starts growth to get to the minus 3% to plus 3% starts. Is that -- so, is that correct? And then can you comment a little bit on the interest in programs? What's causing this general decline? I mean, I know that you've pointed out the tight labor market? Do you see any sort of changes in interest in programs or fall off an interest in programs? Or can you give me a color?

Sure. So, again, with regards to the guidance, with -- as it comes to starts, it would be negative 3% to 0% that I'd be focusing in on that range as far as where the fourth quarter is going to come out. As far as program demand and interest, as I kind of just stated, it's really kind of across the board, Raj, there's nothing that really jumps out -- like, no one wants to become a nurse anymore. No one wants to become an auto mechanic, there's kind of a weakness across the board. And typically that does happen when unemployment is low. And what we're hoping to experience is the trend, which I think we've seen before, at least recently, I've seen where more people are opting for shorter, faster ways to get into the workforce, regardless of the fact that there might be fewer people looking to make a change. But then we have to affect demand by looking to replicate and add more programs into our campuses, in our existing marketplaces, to again, get further penetration within an existing market to give us that growth. And we also anticipate that hopefully, as we move to the hybrid model, the flexibility that that gives students will enable more students to start. And as we have the financial aid process up and running smoothly, again, more students that know exactly how they're going to pay for their education are more likely to start their education. So, there are a number of ways that we can help overcome the low unemployment rate. And, again, we anticipate that those should be kicking-in in 2023.

Got it.

And then can our interest is still very strong with our leads and enrollments is really the start rate that's lagging a little bit behind as we mentioned previously.

Got it. And just then on the new hybrid model, could you provide some color on how this new hybrid model is different from what had been perhaps implemented at the beginning of -- excuse me, at the beginning of COVID? When your COVID pandemic started, there was a hybrid model, is this see -- how is this substantially different? Or -- from what has been in place for the last two years?

Sure. Well, the COVID model was a reaction to being forced to go remotely. So, it's a matter of putting things online just to be able to continue the students' education, which we ended up doing very well, which is why we were able to grow the population. But what we learned during that process is that certainly our students are very receptive to doing blended learning. And then -- so we spent more time -- okay, if we're going to enable all students to have blended learning going forward, how do we design something that's going to be optimal for us and optimal for them? And so what the new model is, is basically, students coming to us only four hours in the day compared to maybe five or six hours in the day, and the rest being learned online. And so what it has enabled us to do as we've kind of referenced with regards to the pickup in revenue is, we've now created three equal sessions, a morning session, an afternoon session, and an evening session, all of the same length. And that's advantageous to students because sometimes our students do switch between sessions as their jobs may change, and they may go from an evening to a night. And now when that happens, there'll be no kind of change in our earnings per student, one that takes place. Also the way that it is structured, we can better utilize our faculty members, to the extent we can populate students in the morning and afternoon, one -- in theory, one instructor can now teach two classes of students. And so those are the efficiencies that we're hoping to gain as more programs roll out into this format and we're starting able to enroll students into these various time sections of the day, right?

So, that'll really help with our instructional efficiencies. But as well as we standardized a lot of start dates, or in the past, we might have had hundreds start dates, and now we're bringing it down to nine. So, that not only will create operating -- operational efficiencies in our business offers financial aid, but as well as marketing.

Got it. Thank you for answering my questions. I'll take this offline. Thank you.

Sure.

Thanks Raj.

Thank you. I'm sure no further questions in the queue. I will now like to turn the call back over to Scott Shaw for closing remarks.

Thanks, operator, and thank you all for joining us today. I'm very pleased with our progress and excited by the numerous opportunities that we have for our company. At our core, we are improving our students experience as evidenced by our improving graduation and placement rates. Our major initiatives around financial aid in our hybrid model are progressing as planned, and will result in in efficiencies and even better student outcomes. Next year, we have the new Atlanta campus opening along with multiple program replications, which will enable us to better serve students and employers in several of our existing markets. And finally, we remain focused on prudently investing our capital to maximize shareholder value. I want to thank the Lincoln team for their constant commitment to our students. And as Brian mentioned in his remarks, we want to thank all the men and women who have served and who continue to serve our country as we look to celebrate Veterans Day this Friday. Have a great day and we look forward to speaking with you early next year. Bye, bye.

Ladies and gentlemen, this concludes today's conference call. Thank you for your participation. You may now disconnect.